The 80/20 rule says that 20% of the customers produce 80% of the sales; this rule indicates the existence of hidden sales potentials that must be revealed. Those hidden sales potentials can only be discovered by building acustomer profile. A smart customer profile finds the high potential targets, creates CRM strategies, and starts programs to sell the hidden targets. Shifting just a small percentage of the customers whom are not generating profit to the top group of customers generating profit adds significantly sales growth increase profits. Customer profile puts the full picture together to ...